Sales Training

  
  • Getting Referrals Without Asking For Them

    Getting Referrals Without Asking For Them
    Asking for referrals like anything can be tough for even the most confident consultant or trainer.…
  • Is Training In Vogue or Indisposed? Part 5/5

    Is Training In Vogue or Indisposed? Part 5/5
    If there is one thing that sellers generally can talk about, it is their product or service offering. In fact, they are so fond of telling customers what they know that they often show up and pour out the information instead of gaining a good understanding of the customer’s needs or goals.…
  • Is Training In Vogue or Indisposed? Part 4/5

    Is Training In Vogue or Indisposed? Part 4/5
    Editor’s note: This article is part four of a five-part series. This segment discusses how training in forecasting, tracking and reporting can move the needle on sales as well as increase the accuracy of forecasts while shortening the average sales cycle.…
  • The Sales Professional Makes the DifferencePDF Link

    The Sales Professional Makes the Difference
    Meet James who makes a living selling to tourists on a beach in St. Maarteen. He competes effectively with a dozen or so other people all selling the exact same thing - BANANAS! Although products or services may seem the same, features may look alike, and prices may be very close, all things are never equal.…
  • Is Training In Vogue or Indisposed? Part 3/5

    Is Training In Vogue or Indisposed? Part 3/5
    Sales training leads to improvement. Lack of sales training causes a leveling off and eventually a falling off of the target performance track.…
  • Is Training In Vogue or Indisposed? Part 2/5

    Is Training In Vogue or Indisposed? Part 2/5
    Sales training is not a nice-to-have but rather a need-to-have for any company engaged in a competitive industry. The first article described the four most important areas of skill development needed to get sellers to reach their ever-rising goals: 1. What Sellers Say/Ask in Meetings 2. How Sellers Manage their Resources 3. How Sellers Forecast, Track & Report 4. How Well Each Seller…
  • Focus on the CustomerPDF Link

    Focus on the Customer
    In today's highly technical and quick paced world of sales, one piece of advice is very true - listen to the customer. Unfortunately, selling complex technical products or solutions (or anything else), causes most salespeople to focus on product features rather than on their benefits to the customer.…
  • Is Training In Vogue or Indisposed? Part 1/5

    Is Training In Vogue or Indisposed? Part 1/5
    Editor’s note: This article is part one of a five-part series. This segment discusses how training protects a company’s most important asset and competitive edge — its people. Additionally, it discusses four aspects that require constant training in order to maintain or improve a team’s current skill levels.…
  • Developing Great Frontline Sales Managers: Four Key Sales Management Abilities

    Developing Great Frontline Sales Managers: Four Key Sales Management Abilities
    High performing sales managers can have a profound impact on a company's sales results. But all too often training initiatives focus on sales people and not their sales managers.…
  • The Importance of Business Networking in Sales Training

    The Importance of Business Networking in Sales Training
    The opposite of networking is not working. And, when developed correctly, it can be a most important business skill. Every time you meet someone, there is an opportunity to learn from them and be a resource to them.…
  • Effective Presenting is Key to Successful Training

    Effective Presenting is Key to Successful Training
    I remember being invited to present an end-of-the-year campaign for Autism Speaks on behalf of its Dallas chapter in late 2009. The goal was to train current staff and volunteers on how to effectively increase volunteer hours and donations.…
  • Sales Training Guided by Data, NOT Gut

    Sales Training Guided by Data, NOT Gut
    The biggest misconception about sales training is that we can train people how to sell and that it can be done in a one-day workshop. Like most training, whether you are taking SCUBA lessons, driving lessons or golf lessons, it takes a lot of work to not only teach people a new way to think…
  • Maximizing the Effectiveness of Sales Training

    Maximizing the Effectiveness of Sales Training
    Sales Readiness Group’s white paper, “Maximizing the Effectiveness of Sales Training” discusses the five essential factors that can help you achieve sustainable success from your investment in training programs.…
  • 7 Sales Force Development TrendsPDF Link

    7 Sales Force Development Trends
    What changes are you already seeing in the sales landscape in 2013? Forum’s research shows there are 7 major marketplace trends facing sales organizations today. Download the 7 Sales Force Development Trends Handbook to: • Discover the trends and how they could impact your company • Get tips on how you can prepare your sales team to face these…
  • Building Great Sales TeamsPDF Link

    Building Great Sales Teams
    Training involves the true use of corporate resources – encompassing time, people and cost – to prepare employees to perform and contribute to the organization. While learning is a process, in the world of sales training that process must be accelerated. There’s a very simple reason for that: When salespeople are training, they aren’t selling.…